国际商务英语谈判Chapter 5Five Links.ppt

* * * * * * * * International Business Negotiation Chapter 5 Five Links of Section I Section II Section III I. A Brief Introduction to Five Links of International Business Negotiation 1、How many ways to carry out business negotiations? （1）Business negotiations are carried out either by writing or verbally. （2）When business negotiation is done by writing, communications by letter, by cable, or by telex are the usual means traders use. In practice, letter-writing plays a vital part. Sometimes both types, communications in writing and in spoken words, are used interchangeably in one single transaction. 2、What items should be paid more attention to when both parties come to an agreement during business negotiations? They are those terms about the descriptions of the goods, about their quality, quantity, packing, price, shipment, insurance, payment, inspection, claims and disputes, arbitration and force majeure. 3、What stages or links are needed going through to reach an agreement in the business negotiation? To reach to an agreement of the various terms mentioned above in business negotiation, generally, needs going five links: enquiry, offer, counter- offer, acceptance, conclusion of a contract. Section I Section II Section III Five Links of International Business Negotiation 4. Acceptance 5. Conclusion of a Contract 1. Enquiry 2. Offer 3. Counter-offer 1) What’s an enquiry? Enquiry means the seller or the buyer requests for business information to each other. 1、 Enquiry 2) What are the contents of enquiry? The content of inquiry involves quality, quantity, price, packing, shipment, asking for samples and catalogue etc. Dear Sirs: We have heard from the British Embassy in Paris that you are producing for export hand-made shoes and gloves in natural materials. There is a steady demand in France for high-quality goods of this type. Sales are not high, but a good price can be obtained for fashionable designs. Will you please send us your catalogu